Learning Track:Consultant
Larger sales organizations often benefit from the value that their in-house experts (consultants) can bring to a sale. Some consultants have a deep understanding of the business impact of their solutions, others will have a broad range of references at their finger tips. Most will be intimate with the inner workings of the market they focus on. Consultant carry credibility and are seen as subject matter experts. Customers listen.
Sometimes consultants can go ‘off script’, they may be a little ‘too neutral’, or ‘too forthcoming’. What is needed is a program of learning to help them understand the sensitivities and nuance of the sales cycle. They can then consult to both the customer and the sales team. They can play their part to the fullest.
The goal of the Consultant learning track is to help consultants increase their impact in all sales situations. For example, enhancing the credibility of the team, their company and their solutions.
This means:
- Being able to ask focused, relevant questions – which they can then relate references and solutions to
- Be able to use influencing skills to increase the impact of communications
- Linking solutions to what matters and motivates customers
- Quantifying and selling value
- Handling objections
- Becoming a consummate story teller
- Being savvy to the dynamics of a negotiation and being able to positively play their part
- Uncovering decision maker motivation and relating solutions
- Identifying larger potential sales opportunities for the sales team
With their particular skill set and status, consultants can uncover critical data and be a significant differentiator in the eyes of the customer. This learning track is designed to make consultants even more valuable and a bigger differentiator.
Courses included in this learning track:
Questioning Skills
Overview:
This module utilizes a structured questioning model to reveal the customer's pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.
Learning Outcomes:
- Confidently utilize structured questioning
- Be able to constructively build anxiety around the customer’s issues to motivate action
- Be able to lead your customers towards your offering
- Help you to quickly identify the business impact of your customer’s pain
- Establish credibility and gain access to a broader range of stakeholders
- Better qualify opportunities
Who this course is for:
Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.
Benefits to you:
Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.
Benefits to your organization:
Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.
Influencing Skills
Overview:
Selling can be defined as influencing people to make decisions in our favor. Sounds simple enough. But the reality is we are all different. No two people respond in exactly the same way to external stimuli. However we each display characteristics, which, if carefully observed, can give others insight in to what we might be most responsive to. This course is designed to help you make those observations and then give guidance towards the actions that will help you positively influence the outcome you are aiming for.
Learning Outcomes:
- Be able to apply the six forms of influence to maximum effect
- Build rapport and trust with people
- Recognize and appreciate the motivation of others
- Use learning styles and social styles of others to influence
- Develop a structured approach to influencing and persuasion
- Handle conflict, disagreement and misunderstanding effectively
- Find shared solutions
- Gain and retain commitment
Who this course is for:
All sales people who need to persuade and influence in order to achieve their targets and goals. In addition, sales managers who are responsible for people management will benefit.
Benefits to you:
You will gain greater cooperation, both internally and externally, in order to meet goals, establishing principles and initiating action. You will become increasingly effective when communicating with colleagues and customers.
Benefits to your organization:
You will see an improvement in internal and external working relationships, as well as a greater acceptance of proposals for change in activities and corporate processes. Pull people together, move ideas forward, galvanize change and create constructive solutions.
Business Issues
Overview:
This module focuses on determining the Business Issues of your customer. Business issues affect the customer’s profitability and this course will help you determine which executive owns the resolution to the various issues. Knowing how to link your product or service to resolving their business issues will get you the ear of the relevant executives.
Learning Outcomes:
- Be able to determine your customer's Business Issues
- Understand how to discover the executive owner of the resolution of the Business Issue
- Know how to position your product or service with an executive
- Understand how to build credibility with senior executives
- Understand the motivation of executives
Who this course is for:
This course is for sales people and sales managers who want to engage in campaigns and dialog that relate their offerings to their customer’s key business metrics. This course is designed to help sales professional engage with customer executives in a business focused dialog.
Benefits to you:
Gain credibility by engaging with your customer’s executives, and sell solutions an order of magnitude larger by helping to solve the customer’s business issue.
Benefits to your organization:
Having your sales people resolve your customer’s business issues produces larger deals quicker, as your sales people are dealing directly with the ultimate decision makers.
Problems & Solutions
Overview:
This course gives you the skills to sell solutions, which address the needs of your customers and solve their problems.
Learning Outcomes:
- Understand the business problems and needs of your customer
- Be able to directly tie your solutions to your customers business issues and corporate objectives
- Determine how to position your products and services to win against your competition
- Use questioning skills to reveal additional overriding or underlying opportunities
Who this course is for:
Sales people who sell products and services in highly competitive situations.
Benefits to you:
Sell more products or services against your competition, by understanding what your customer's needs are by using your solutions to address their business challenges.
Benefits to your organization:
Have your sales people win more opportunities against the competition, by being able to directly relate your solutions to your customer’s business objectives and business problems. This course will show how to potentially expand your sales opportunity in a given sales situation.
Objection Handling
Overview:
Objections are a reality of sales. They are also a great opportunity to sell and close. People taking this course will be equipped with the professional skills to handle objections positively and successfully, and will be able to use a range of best-practice tools to help them do so.
Learning Outcomes:
- Gain an understanding of why prospects object
- Appreciate the psychology behind objections
- Recognize that objections help to close the sale
- Gain the ability to use a professional objection handling process
- Understand the use of communication techniques to support the objection handling process
- Learn how to use a repeatable objection handling process
- Recognize the different types of sales objection…and learn how to handle them all
- Put it all into practice
Who this course is for:
Any delegate in a sales, business development or account management role who wishes to manage the objection handling process more effectively.
Benefits to you:
You will be able to deal with objections more positively, turn apparent problems in the sales process to their advantage and close more business.
Benefits to your organization:
Your organization may see an increase in the close rates of their sales staff, and recognize that they can handle all stages of the sales process with equal professionalism.
Power
Overview:
Engaging high and early with your customer’s executives can give you a competitive advantage. Accessing and maintaining access to Power is key to accelerating your deals and increasing the deal size with your customers.
Learning Outcomes:
- Build an understanding of formal and informal power in its various forms
- Build credibility with Power
- Understand the motivations of Power
- Gain access and maintain it with Power
- Work with your Power to re-assign or create new budget
Who this course is for:
Sales professionals looking to engage with their customer’s executives.
Benefits to you:
Develop the credibility and confidence to engage with your customer’s executives. Understand the personal motivations of power players and how to align your solutions. Understand how to build and sustain relationships at the most senior level.
Benefits to your organization:
Having your sales team engage credibly with Power allows your sales people to close larger sales opportunities, by selling both the business and personal value of your solutions to your customers.
Negotiation Skills
Overview:
This course gives negotiators the opportunity to hone their skills and provides negotiating strategies and tactics in order to achieve better results from different negotiation situations. At this advanced level you will apply concepts to help deal with complex situations involving negotiating teams, multi-party negotiations and skilled negotiators.
Learning Outcomes:
- Recognize negotiating styles and preferences
- Use the wide range of personal skills and attributes required to negotiate effectively and learn how to develop and enhance these.
- Prepare, implement and adapt appropriate negotiation strategies.
- Use a structured approach to the negotiation process
- Deal with relationship issues, including considering each party’s perception; seeking to make negotiation proposals consistent with the other party’s interests; making emotions explicit and legitimate
- Manage and resolve conflict
- Recognize power – its effect and importance in the understanding of negotiation and relationships (or common ground)
- Achieve great results from challenging and complex negotiations
Who this course is for:
Those with basic negotiation skills who need to manage more complex negotiations. This course is for those looking to develop their capabilities and build on their existing strengths in more complex aspects of the negotiation process.
Benefits to you:
Walk through a highly focused refresh of negotiation methodology as the basis to develop and hone advanced negotiation techniques. Meticulous planning is critical for successful negotiation and you will consider the tools and techniques to ensure you are fully prepared to realize the negotiation strategy and tactics.
Benefits to your organization:
Delegates will enter the next negotiation confident, having fully prepared a clear strategy and having mastery of the relevant tools and techniques. They will recognize key negotiation situations and handle them to ensure minimal price erosion whilst at the same time, delivering value to the customer and maximizing the opportunity.
FREE TRIAL
WHY eLEARNING
EVALUATE THE PLATFORM
BROWSE LEARNING TRACKS:
Key Account Manager
Account Manager
Inside Sales
Field Engineer
Sales Manager
Sales Coach
Marketing
Consultant
À la carte
Executive
Here you can create the content that will be used within the module.